Executive Account Director, Business Development (Key Accounts, Bioanalytical Labs) -US -East Coast

Thermo Fisher Scientific is seeking an Executive Account Director to grow and maximize global key accounts for its Bioanalytical Labs business. The role develops strategic sales and account plans, achieves sales targets, expands client relationships, and coordinates proposals and account strategy with internal teams.

Responsibilities:

• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans
• Develop account plans for each assigned account
• Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account
• Drive account expansion through cross-selling ASD and partnering with CDSD
• Identity and access various points of business develop across the global key accounts, developing relationships with key stake holders across clinical teams, therapeutic & service areas further establishing BioA as a partner supporting their business strategies, advancing our strategic relationships with budget holders and key decision makers
• Develop relationships with target new biopharma accounts and develop unique value prop to position to win and grow
• Establish and preserve preferred vendor status by maintaining a keen awareness of the global key accounts business strategies and pain points to align with BioA service offerings to maximize business return through proactive account management
• In conjunction with PPD Alliance Leads, organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues and resource requires and champion the relationship internally to improve customer affinity
• Drive successful RFP/Proposals process to meet and exceed key account expectations; actively participate in bid defense and contract negotiations while providing recommendation on improving profitable solutions that meet customer needs
• Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses
• Advise senior leadership team on the success of our global key accounts; provide insight into trends that support the preferred/exclusive vendor relationships
• Work with other KAMs to ensure a collective voice is championing a business direction and changes need for us to win and retain more key accounts in collaboration with VP, Business Development, Bioanalytical Labs
• Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction, provide insight to relationship management and the operations regarding areas of opportunity, make and implement recommendations to drive higher client satisfaction
• Partner closely with Scientific affairs to assist in growing new market niches and creating new services and line extensions based on client input
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
• Liaise and align with Subject Matter Experts (SMEs) and other departments through BioA to meet key account needs

Requirements:

• Consultative selling in large accounts
• Relationship-building and ability to expand beyond current contacts
• Ability to clearly present and articulate value
• Ownership of account management with ability to balance competing needs/objections
• Sufficient Labs knowledge to succeed
• Bachelor's degree or equivalent and relevant formal academic / vocational qualification
• Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 8+ years)
• In some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role
• Strong interpersonal skills needed to build relationships, communicate and influence across all levels of the organization, and act as a liaison for internal/external customers
• Effective team leader and player
• Advanced process improvement/implementation skills
• Extensive analytical skills and data interpretation/tracking/trending skills
• Excellent verbal and written communication/interpersonal skills
• Excellent communication skills, both written and verbal
• Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint
• High level of PC competence and understanding of computer logic
• Excellent business and financial acumen
• Proven executive presence